Case Studies
Case Study: Standing Out in a Crowded Market
The Client: A medium-sized management consultancy
The ChallengeThe client required appointments with senior executives at large corporates who would require external resources. With the overcrowded consultancy industry, the client needed to be positioned as significantly different and more effective others.
The AQL Solution:To differentiate the client, AQL tested a number of approaches using different techniques to develop the most effective way forward. This included researching prospect companies prior to calling to ensure the approach was based on specific information. To gain the necessary insight into our client’s strengths, AQL consultants attended their internal seminars, brainstormed and role- played extensively a range of questioning methods. Using this knowledge, AQL helped client develop a quality list of potential prospects, which would then have targeted periodic mailings sent to them, which would require an immediate telephone follow-up.
The Result:AQL arranged a number of appointments with managing directors and other senior personnel, leading to the initiation of significant sized projects. When it was not possible to make an appointment, ongoing AQL contact helped initiate relationships that might one day lead to new business. AQL also supplied the client with valuable market intelligence, which helped build a refined database for continued prospecting.